About the Team
Our Senior Account Executive, Enterprise team partners with prospective customers of 5,000 to 10,000 employees, owning the full deal cycle from first conversation to signed contract. We are product experts and ambassadors for Outreach, building deep knowledge of our customers' goals and pain points so they can create and close pipeline through the Outreach Sales Execution Platform.
We enjoy learning new sales trends and methodologies, going to industry events, subscribing to blogs and podcasts, reading books, and researching case studies so we can grow together. We work closely to champion our customers, share success stories, and celebrate our wins.
The Role
The primary purpose of a Senior Account Executive, Enterprise at Outreach is to lead complex, full-lifecycle sales strategy for net new, prospect accounts. This is a pure hunter role. Hunters at Outreach own the entire sales cycle, including researching, prospecting, advising, negotiating contracts, and closing deals. You are accountable for developing account plans, using the MEDDPICC sales methodology to build new business and achieve your territory goals. You identify and deeply understand a prospect's needs, pains, and desired business outcomes, then build an effective business case that demonstrates the ROI and value of the Outreach platform. You will partner with other members of the go-to-market team, such as Solutions Consultants, to guide prospective customers through proof of concept demos. Your primary points of contact are executive stakeholders (CRO, COO, CEO, CFO, and CISO). Key performance indicators include quota attainment, pipeline generation and coverage, and forecast quality and accuracy.
We are an AI-forward team, using intelligent tools to research accounts, sharpen discovery, and build business cases faster than the market moves. We are looking for sellers who bring that same mindset to the C-suite, helping prospects see how Outreach's AI-powered platform turns their pipeline into predictable revenue.
Your Daily Adventures Will Include
Territory and Pipeline: Identify, research, and qualify potential new customers in your assigned territory, building pipeline coverage sufficient to achieve your sales targets.
Forecasting: Forecast deals accurately using Outreach's forecast methodology.
Account Planning: Develop and deliver on account plans that strategically increase new revenue for Outreach.
Discovery: Conduct effective discovery calls to identify and unlock the business challenges that Outreach solves.
Solution Demonstration: Demonstrate how the Outreach platform delivers a tailored solution to the outcomes a prospect is trying to achieve.
Deal Execution: Negotiate contracts with cross-functional stakeholders including C-suite, finance, procurement, and technical teams, partnering with internal go-to-market, finance, and leadership resources to drive deals to close.
Scoping and Handoff: Define accurate scoping and success criteria to position a successful implementation, and provide a smooth account transition to professional services and account management teams for future adoption and expansion.
Our Vision of You
At least 7 years of sales lifecycle management experience, preferably in a SaaS environment
Comfortable in a hunting role that is heavily focused on month over month pipeline creation
Proven experience selling AI-powered, complex solutions into medium to large organizations
Demonstrated curiosity about AI and emerging technologies, with a desire to explore how they can enhance your workflow and drive better outcomes for customers
Proven experience selling into accounts through a top-down executive motion
Ability to manage and navigate long sales cycles, typically nine to twelve months, with contract values of $200k to $500k
Knowledge of the MEDDPICC Sales Methodology and experience applying this framework successfully
Disciplined pipeline management, with the rigor to keep opportunities progressing through every stage and forecasts reliable
Strong negotiation skills, with the ability to hold value in complex, multi-stakeholder contract discussions
Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
Executive presence and interpersonal skills
Strong business and financial acumen to be able to showcase metrics and potential ROI
High personal integrity, with a commitment to internal processes and sales methodologies
A collaborative approach and self-directed drive, with the initiative to keep opportunities moving forward
Skills Required
- At least 7 years of sales lifecycle management experience, preferably in a SaaS environment
- Experience in a hunting role focused on ongoing pipeline creation
- Proven experience selling AI-powered, complex solutions into medium to large organizations
- Curiosity about AI and emerging technologies
- Experience selling into accounts through a top-down executive motion
- Ability to manage nine- to twelve-month sales cycles with contract values of $200,000 to $500,000
- Knowledge of and successful experience applying the MEDDPICC sales methodology
- Disciplined pipeline management and reliable forecasting
- Strong negotiation skills for complex, multi-stakeholder contract discussions
- Ability to build strong internal and external relationships
- Effective written and verbal communication skills
- Executive presence and interpersonal skills
- Strong business and financial acumen, including ability to demonstrate metrics and ROI
- High personal integrity and commitment to internal processes and sales methodologies
- Collaborative approach and self-directed drive
Outreach Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Outreach and has not been reviewed or approved by Outreach.
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Parental & Family Support — Parental leave is described as unusually generous, including extended leave and distinctive transition support such as a paid night nurse option and food delivery. Family-oriented benefits are repeatedly positioned as a standout part of the overall package.
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Healthcare Strength — Medical, dental, and vision coverage is described as comprehensive, with the employer covering a majority of premiums in many cases. Mental health support and an EAP for confidential counseling are also included as part of the health offering.
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Equity Value & Accessibility — Equity (stock options/RSUs) is commonly included as part of total compensation and is framed as a meaningful component of rewards. For some roles, equity is viewed as a notable source of upside that complements cash compensation.
Outreach Insights
What We Do
Outreach is the number one sales engagement platform. Using advanced machine learning and AI to automate and prioritize customer touchpoints, Outreach dramatically increases sales reps' effectiveness and ability to drive smarter, more insightful engagement with their customers. We're on a mission to make every customer-facing rep wildly productive.
Why Work With Us
We balance explosive growth with unwavering values. We believe in agility, but we don't compromise on high standards or delivering the best quality. Everyone truly wants to do the right thing. At Outreach, you are not only permitted to own your business, but expected to. If you're excited by ownership, you'll fit right in. You will never be bored.
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